What’s one sales enablement best practice?
From segmenting funnel stages to leveraging data, here are 11 answers the question, “What’s one sales enablement best practice?”
- Pick a Leader
- Use Videos to Engage Prospective Clients
- Segmenting Funnel Stages
- Create Email Snippets
- Categorize Your Content Based On the Sales Funnel
- Create a Library
- Be There to Answer Questions Sales Enablement Hack
- Customer Come First
- It Starts at Onboarding
- Provide sales teams with regular training and development opportunities
- Effective Sales Enablement Comes from Real Data
Pick a Leader
When it comes to sales, a good tip is to simply pick a leader. Sales often lends itself to the phenomenon of “too many cooks in the kitchen,” meaning, sometimes there are just too many different voices in the sales room. Try to designate one captain of your sales team in order to develop a singular and strong voice. This doesn’t mean your other sales team members are unimportant; it just means that the team leader will be determining the voice and momentum behind your sales strategy.
Dan Potter, Co Founder, CRAFTD
Use Videos to Engage Prospective Clients
Video is one of the best ways to engage a prospect. There are several ways to incorporate video into your sales process while still maintaining control. You can create a video demo of your product or a short video interview with a happy customer. You can also create a video that introduces your company and what you do. This will help your prospects and customers to understand who you are and why they should do business with you.
Matthew Ramirez, CEO, Rephrasely
Segmenting Funnel Stages
Sales enablement processes are essential tools that equip salespeople with the knowledge and resources they need to be successful. One of the most effective best practices to incorporate into sales enablement practices is segmenting funnel stages. This involves breaking down each funnel stage and designing tailored support for each step of a sale. Understanding funnel stages allows sales teams to measure performance down to smaller stages of funnel progression, identify areas of improvement, and develop strategies to guide customers through their journey more effectively. Implementing funnel stage segmentation as part of a sales enablement workflow helps ensure higher conversion rates and better customer experiences.
Jim Campbell, CEO, Campbell Online Media
Create Email Snippets
One best practice for sales enablement is to create email snippets. Email snippets are short, customized emails that you can send quickly and efficiently to potential customers. They help to speed up the sales process by providing potential customers with information about your product or service, and they can also help to build relationships with potential customers. Email snippets should be brief, relevant, and tailored to the individual recipient. They should also be easy to customize and send, and a strong call to action should accompany them.
Kate Wojewoda-Celinska, Marketing Manager, Spacelift
Categorize Your Content Based On the Sales Funnel
Not everyone who visits your website is prepared to make a purchase. That potential customer is also unsure about their current requirement for your solution. Giving your potential customers information they’re not prepared for is a surefire method to turn them off. You should, therefore, determine which stages of the sales funnel your prospects and clients are in, and then adjust what you’re giving to suit their needs at that precise moment.
Kurt Uhlir, Chief Marketing Officer, kurtuhlir
Create a Library
Creating a library of sales materials is one of the best practices for sales enablement. Product brochures, pricing sheets, case studies, success stories, competitor comparisons, infographics, presentations, and other marketing collateral should all be included in this library. The library should be organized so that sales reps can quickly find the materials they require. Furthermore, the library should be updated on a regular basis to ensure that sales representatives have access to the most up-to-date materials. Finally, the library should include a training component that provides sales representatives with the knowledge and skills they need to use the materials effectively.
Steve Harris, Founder, Dailydogstuff
Be There to Answer Questions Sales Enablement Hack
A great way to ensure successful sales conversations is by working on enabling your sales team with helpful content. This could mean providing them with a library of easily accessible data sheets, marketing materials, and customer case studies, so they have the facts at their fingertips. By providing resources that answer common customer questions, pressing issues can be addressed quickly to aid in closing a sale. Having up-to-date sales technique videos and training documents is another essential piece of a comprehensive enablement program that will keep salespeople ahead of the competition. Taking proactive steps like these will be integral in guiding your team to a position that leads to successful sales.
Mina Elias, Founder and CEO, Trivium
Customer Come First
Always put the customer first. The more you prioritize the customer and their wants and needs, the more likely you are to make a sale. Having tunnel vision on the sale itself without regard to the customer will result in both an unhappy customer and no sale for you or the business.
Sam Sarullo, SMO, Daniel’s Jewelers
It Starts at Onboarding
An excellent sales enablement best practice is to create a user-friendly sales onboarding process for every new hire. By providing resources with helpful information like best practices, product features, and customer stories, new hires will quickly gain the knowledge and confidence they need to become successful sellers. Additionally, ongoing coaching and mentoring programs can offer further assistance that develops better interaction skills and strategies for success. When it comes to sales enablement, taking a structured approach will ensure your team has all the necessary tools and support to be successful in their roles.
Jamie Irwin, Director, Straight Up Search
Sales Enablement Best Practice
One sales enablement best practice is to provide sales teams with regular training and development opportunities. This can include workshops, webinars, and coaching sessions that focus on key skills, such as customer relationship management, product knowledge, and sales techniques. By providing ongoing training and support, sales teams can stay up-to-date on the latest industry trends and developments, and develop the skills and knowledge they need to be successful.
Jake Smith, Managing Director, Absolute Reg LTD
Effective Sales Enablement Comes from Real Data
Your sales team needs to take accurate notes during sales calls and customer interactions. It’s important to record the exact language customers and prospects use to describe their pain points. This way, marketing can create content and copy that speaks directly to these pain points. Often, sales teams tend to summarize calls and put things in their own words. A customer might say one thing to describe a common pain, but the sales team translates it into business language. This muddles the message. Precision drives campaign success. Marketing teams need to know the exact pain points and the words used to describe them to create content and copy that speaks directly to prospects.
James De Roche, Managing Partner, Lead Comet
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